In Negotiations Focus on the Outcome

Motivational Power Quote

In Negotiations Focus on the Outcome

“In negotiation, “yes’ is the worst word. It just betrays fear of

failure and fear of losing the deal, and it primes you to please

the other side, to rush ahead, to compromise early and often,

to come to a deal any deal.”

Jim Camp, Author and Renowned Negotiations, Trainer

and Coach  

As I see it . . . . . . .

In negotiations focus on the outcome

As you prepare yourself to negotiate . . . . ask yourself:

• What is the desired outcome of the negotiations – your plan A?

• What is your plan B in the event that your plan A is not achievable?

• What concessions are you willing to make in order to complete the

  negotiations successfully?

• What are your limits in the negotiations – your maximum concessions?

• What’s your bottom line?

• What will you not negotiate?

• What is your walk away point?

• What can you offer (concession) the other party in order to help you to   

  get what you want out of the negotiations?

All negotiations are a series of give and take in order to reach a meeting of the minds.

If you attempt to back the other party into a corner it will result in resistance and very likely a breakdown in the negotiations. When you help to guide the other person they are far more likely to cooperate to find a common ground and to successfully negotiate.    

In negotiations focus on the outcome . . . . and you won’t have to yes yourself into a less then desirable outcome.

©2013 Lou Ludwig, Sales and Management Consultant, Success Coach, Speaker, Trainer and Author